Page 73 - Oxford 10 Step Manual

Remember all of the work in the previous “steps” did the following:
ENTRY & WARM-UP established trust and garnered information about the customer and their situation.
CREATE NEED/MEASURE-UP pointed out the problems of the house and set up a solution-oriented demonstration.
KILL ALTERNATIVES was our chance to eliminate the shop around objection and point out that we are the best alternative to solve their problems.
THE WINDOW DEMO should have impressed the customer with quality and exclusivity. At the end of this step, “our” customer wants to own these windows. The issue will be their budget.
THE PRE-CLOSE got rid of all objections except money and determined certain budget comfort-levels such as down payment and monthly payment.
NOW IT’S TIME TO “CLOSE” WITH URGENCY
Once you feel comfortable that the “sticker-shock” has worn down and they’re beginning to come to terms with the cost, it’s time
to begin the process of
closing with urgency. That is, we use the Time- Management Discount to encourage an order tonight!
First you need a “bridge” from the pre-close to get to the close!
STEP 9 - CLOSING SEQUENCES
Here is a simple bridge: Thanks again for the time. Do you folks think you will be deciding on this job, one way or another, within the next 30 days?
Mostly, you will get a “sure we will” to this no-pressure question. Some will even say.....”Even sooner”.
The answer that forms the bridge is... ...THAT SOON!
Continue with: I wasn’t sure you were going to act that quickly or I would have already showed you our PROGRAM III price.
Our company offers a substantial discount for people who are able to take care of the job while I’m here. The reason for this is that we are able to see more people and by seeing more people, we are able to write more business!
So, for people who can move their decision date up a bit, I can save you some serious money!
For many prospects (Ziglar says 85%) we are very close to writing an order at this point. The rest of the prospects need more convincing.
The 85%’ers will ask questions about the process, either financing or timing, while the 15%’ers will continue to object and stall.
Take a look! (See Next page)
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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